01
Does the account fit?
Confirm ICP, business model, market and other qualification criteria.
ACCOUNT INTELLIGENCE
From target account to usable sales intelligence.
Go deeper into the research model: fit, context, why now, buying roles, evidence and outreach context.
ACCOUNT INTELLIGENCE FRAMEWORK
Seven questions before your team spends time on outreach.
Research is structured around a sales decision—not around filling a spreadsheet.
02
Why might it matter now?
Separate observable business changes from assumptions.
03
What changed?
Look for relevant hiring, product, expansion, leadership or operating signals.
04
Who matters?
Map economic, functional, technical, champion and influencer roles where supported.
05
What evidence supports it?
Keep source notes and mark unknowns instead of guessing.
06
What should sales say?
Translate research into a practical outreach angle.
07
What remains uncertain?
Make the gaps visible so the team knows what needs verification.
WHAT YOU RECEIVE
Not a spreadsheet dump. A usable research handoff.
The exact scope changes by engagement, but the output is organized around the decisions your team needs to make.
01
Account fit
ICP criteria, qualification context and the evidence behind the fit decision.
02
Why now
Relevant public business signals and contextual notes where evidence supports them.
03
Buying committee
Economic, functional, technical, champion and influencer roles where relevant.
04
Contact intelligence
Professional/contact routes with sourcing notes; unknown information stays unknown.
05
Opportunity angle
A research-backed hypothesis for why the account may deserve attention.
06
Outreach context
A practical direction for starting the conversation without pretending certainty.
Why this work matters
Lead lists are easy. Account intelligence is harder.
Sales teams rarely need more names. They need enough context to know which accounts deserve attention, who influences the decision, and why an outreach angle makes sense now.
Typical lead list
Contacts without the decision context
- Large volume, limited account qualification
- Job titles without buying-role context
- Little explanation of why the account matters
- Research scattered across disconnected fields
MRMProLeads approach
Research structured for action
- ICP-qualified target-account research
- Economic buyer, champion and evaluator mapping
- Buying signals and account context
- Contact intelligence with sourcing notes